Tag: Scripts

Less is More in Sales

by mike

Sales people like to talk; if you don’t believe me, just listen to a recording of one of your reps (or of yourself!).

This is a problem.

And that’s because when your mouth is open, your ears are closed.

And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch.

The solution is simple:

  • Cut your pitch in half (or a quarter)
  • Learn to use current, non-salesy tie downs
  • Ask questions frequently of your prospect
  • Find and use the MUTE button to fully listen to their responses

Also, learn to use layering questions when you get answers you either don’t fully understand, or when you get an answer that makes you want to know more about their process, decision making, budget, etc.

Why do sales reps talk so much? Many reasons: nervousness, not wanting to hear no, lack of training, etc.,

What’s the solution? A good, tight, non-salesy script.

And not only a script—but one that you and your team adheres to.

A good script—and script playbook—changes companies and careers.

On the other hand, if you continue to ad-lib and make your pitch up, then you will continue to struggle, talk past the close, introduce objections, and, worse, keep talking…and talking…and talking.

In sales, less talking and more questioning and more listening is the key to success.

This week, look at the script your company gave you when you began working there.

Rewrite it.

Shorten it.

Intersperse it with tons of questions and tie-downs and opportunities to engage and learn more about your prospects.

Doing so will not only make your job easier, but it will make you more successful as well.

Need More Proven Responses to the Selling Situations You Face Every Day?

ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated
Get Access Today

“I Need to Think About It.”

by mike

If this objection frustrates you, then all that will end after you read this blog post.

First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward.

Real objections can include things like:

  • They can get it cheaper somewhere else.
  • Their boss/spouse/purchasing won’t let them buy.
  • They like a different solution.
  • And many, many more reasons…

And “I want to think about it” is the perfect smokescreen.

Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back.

Pick one part of your offer (it could be the price, or the timeline for delivery, or the quality, or the guarantee, or the rate, whatever…) and say:

“That’s OK, and I’ve given you a lot to think about. Is it the price that you want to think about most?”

And then hit MUTE and listen to what your prospect reveals.

Often, they will tell you what it is, or they’ll tell you it’s something else.

And then you can deal with it!

If they say, “No,” then say, “OH?” and remain quiet—and listen to what they reveal.

Once you know what is really keeping your prospect from working with you, then you can deal with the real objection behind the smokescreen: “I want to think about it.”

Script this out for your product or service. Role play it in meetings. And then use it for a month and see what you find.

If you find the real objection even half the time, you’ll be that much closer to closing more sales!

Need More Proven Responses to the Selling Situations You Face Every Day?

ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated
Get Access Today